At Varicent, we're not just transforming the Sales Performance Management (SPM) market—we're redefining how organizations achieve revenue success. Our cutting-edge SaaS solutions empower revenue leaders globally to design smarter go-to-market strategies, maximize seller performance, and unlock untapped potential. Varicent stands at the forefront of innovation, celebrated as a market leader in the 2025 Forrester Wave Report for SPM, 2023 Ventana Research Revenue Performance Management (RPM) Value Index, Gartner Peer Insights, 2024 Gartner SPM Market Guide, and G2. Our solutions are trusted by a diverse range of global industry leaders like T-Mobile, ServiceNow, Wawanesa Bank, Shaw Industries, Moody's, Stryker and hundreds more. Here's why you'll thrive at Varicent:

• Innovate with Purpose: Build impactful solutions for customers worldwide.
• Join Excellence: Work in a diverse, collaborative, and innovative team.
• Shape the Future: Lead in redefining revenue optimization.
• Grow Together: Unlock your potential in a supportive environment.

Join us at Varicent—where your talent and ambition meet limitless opportunities for success!

Reporting to Chief Growth Officer, Principal Value Management Advisor will serve as a trusted advisor and strategic partner to complex enterprise customers and prospects. This role requires an experienced professional with consulting expertise who can build and deliver comprehensive business value assessments, ROI analyses, and other financial modeling to support multi-million-dollar SaaS software investments. The ideal candidate will have experience working with senior executives in sales and revenue teams, driving alignment on strategic goals, and crafting compelling value-focused models and presentations that demonstrate the transformative impact of Varicent's solutions. This is a high-impact role that combines strategic thinking, financial acumen, and stakeholder management to influence enterprise purchasing decisions and accelerate customer adoption.

WHAT YOU WILL DO:

1. Strategic Business Value Assessments

• Collaborate with enterprise customers and prospects to deeply understand their strategic priorities, pain points, and business challenges
• Develop and deliver comprehensive business value proposals, including ROI models, TCO analyses, and detailed financial impact assessments
• Quantify the potential business benefits of Varicent's solutions, including revenue growth, cost savings, and operational efficiencies

2. Customer Executive Engagement
• Partner with senior executives and decision-makers to align on strategic objectives and build consensus for Varicent's solutions
• Present tailored business value narratives to C-suite stakeholders, ensuring clarity and resonance with their organizational goals
• Act as a strategic advisor, fostering trusted relationships that enhance customer confidence and commitment

3. Financial Modeling and ROI Development
• Build sophisticated financial models that quantify the value of Varicent's solutions in terms of business impact
• Use advanced analytics to support scenario planning and sensitivity analyses, helping customers make informed decisions
• Maintain a repository of standardized ROI frameworks and tools to ensure consistency and scalability
• Develop lighter weight ROI tools to be used earlier in sales cycles

4. Collaboration and Cross-Functional Alignment
• Work closely with sales, product, marketing, and customer success teams to align on customer objectives and delver compelling business cases
• Work with CS to help track value commitments and measure progress over time (identifying opportunities for pricing decisions and cross-sell motions)
• Work with pre-sales to tightly align demo priorities to customer value
• Provide "voice of the customer" feedback to internal teams to inform product development and go-to-market strategies

5. Industry Expertise
• Leverage expertise in sales performance management, sales operations, and go-to-market strategies to contextualize business value discussions
• Reference and provide insights into industry trends, benchmarks, and best practices to guide customer decision-making

6. Continuous Improvement and Enablement
• Conduct enablement sessions with sales and account teams to enhance their ability to articulate Varicent's value and ROI
• Regularly review and optimize business value deliverables to ensure relevance and impact

WHAT YOU WILL BRING:

Required Experience:

• Management Consulting Expertise: 7+ years in management consulting or a similar role, with experience delivering ROI and business value assessments to enterprise clients
• Financial Acumen: Demonstrated ability to build detailed financial models and conduct complex ROI analyses
• Enterprise Stakeholder Management: Proven experience engaging with and influencing senior executives within large organizations
• Sales and Sales Operations Knowledge: Strong understanding of sales performance management, go-to-market strategies, and enterprise sales cycles
• Data-Driven Decision Making: Proficiency in leveraging data to support business cases and inform strategic recommendations
• Communication Excellence: Exceptional verbal and written communication skills, with a talent for simplifying complex concepts and presenting to executive audiences

Preferred Experience:

• Familiarity with Sales Performance Management (SPM) products such as Varicent, Anaplan, Xactly, or similar vendor
• Experience supporting multi-million-dollar SaaS software deals in enterprise settings
• Advanced degree (MBA or equivalent) in a relevant field
• Background in sales operations, strategy, or consulting roles within the technology or SaaS industry

SUCCESS OUTCOMES:

• 1–3 Months: Foundation & Quick Wins
• Deep Onboarding & Relationship Building: Gain a thorough understanding of Varicent's products, solutions, and existing value frameworks or tools. Build strong cross-functional relationships (Sales, Pre-Sales, Product, Customer Success, Marketing, etc.) to understand the current landscape of value at Varicent.
• Initial Customer Engagement: Participate in a few active sales cycles or customer engagements to begin adapting/refining the current approach to ROI modeling and value proposition. Draft at least one "lightweight" business value model or ROI assessment for a live customer opportunity.
• Gap Analysis & Action Plan: Identify any immediate gaps or inefficiencies in Varicent's current business value methodology (templates, playbooks, or data sources). Present an action plan to leadership outlining quick-win improvements—for example, updating an existing ROI model template, benchmark sources, or creating a new "starter" deck for Sales.
• Establish Key Metrics: Align with leadership on how success and impact will be measured (e.g., deal acceleration, increase in ACV, or pipeline conversion rates). Define a preliminary set of Key Performance Indicators (KPIs) to track, such as the number of customer deliverables delivered or average time to complete an ROI analysis.
• 6 Months: Scaling & Influencing Deals
• Standardized Value Frameworks: Roll out a standardized business value assessment toolkit (ROI models, TCO analyses, value messaging decks) for use across multiple sales motions. Train or enable core members of the internal business team (e.g., Sales, Pre-Sales, CS) teams on these tools to ensure consistency in how Varicent's value is articulated.
• High-Impact Customer Engagements: Lead strategic business value engagements with key enterprise prospects. Deliver at least 3–5 comprehensive value assessments that help close or accelerate multi-million-dollar SaaS deals.
• Cross-Functional Collaboration: Partner with internal business team to gather feedback from early engagements. Incorporate real-world customer insights (e.g., pilot results, actual ROI metrics) back into the value models, refining assumptions and benchmarks.
• Data & KPI Tracking: Track and report on outcome-based metrics—e.g., the impact of deliverables on deal velocity, average ARR uplift, or expansion opportunities within existing accounts.
• 9 Months and Beyond: Strategic Impact & Continuous Improvement
• Drive Broader Enterprise Adoption: Scale the value management approach across multiple internal business teams. Influence and support strategic deals at the executive/C-suite level, serving as a trusted advisor to top Varicent clients.
• Mature the Value Program: Implement an ongoing Value Management framework: collaborate with core members of the internal business team (e.g., Customer Success) to measure and validate realized ROI post-deployment. Identify upsell or cross-sell opportunities based on these value measurements, working with Sales to expand within key accounts.
• Refinement & Innovation: Continuously enhance ROI modeling tools (e.g., incorporate AI-driven analytics or industry benchmarks), making them more sophisticated and easy to use. Launch a second "lightweight" ROI tool that sales reps can use early in the funnel without direct Value Advisor involvement.
• Measure & Celebrate Success: Present quarterly business reviews to Varicent leadership quantifying the overall contribution of Value Advisory (e.g., incremental revenue, shortened sales cycles, higher win rates). Evolve strategy based on feedback, new market demands, and product innovations—position the Value Advisory team as a core differentiator in Varicent's go-to-market approach.

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